Toda pessoa que deseja empreender precisa entender que as objeções fazem parte do processo de vendas. Claro que elas podem atrapalhar um pouco a nossa caminhada, mas o caminho é sempre treinar incansavelmente até aperfeiçoar.

Mas nem todas as objeções são iguais – e analisar o que o seu cliente quer dizer por trás de cada tipo diferente de objeção é o primeiro passo para que você consiga aperfeiçoar.

Há objeções que o cliente faz para atrasar uma decisão de compra. Não é só o vendedor que é treinado; o comprador também é! Nosso amigo Márcio Miranda, grande especialista em negociação, treina compradores para essa guerra. Para comprarem de modo mais vantajoso para a empresa deles. O comprador faz uma objeção, às vezes, só para retardar a decisão de compra, porque isso interessa a ele, mesmo querendo comprar. Às vezes ele quer apenas mexer com o emocional do vendedor.

E algumas objeções são para esfolar mesmo: é preço, preço, preço! Estressar o vendedor, para ver se ele leva para uma reunião um gerente bobo que vai logo propor: “Então eu te dou mais 5%”. É tudo o que o comprador queria ouvir. E o gerente acabou indo visitar só para dar desconto…

Também há objeções que servem para abalar o emocional do vendedor, para testá-lo, tirá-lo do prumo e melhorar as condições para quem está comprando.

E também existe objeção para fugir da responsabilidade da compra. Alguns têm dúvida se é para comprar. Outros têm medo de comprar. E há também o cara que não é comprador, mas está nessa função e precisa comprar.

Além desses tipos de objeção, existe um que é o melhor de todos para o vendedor: é quando o cliente quer riqueza de detalhes. Ele pergunta, questiona, põe dúvidas, mas quer comprar.

Por isso que é necessário que todo vendedor seja capaz de pensar estrategicamente, pois seus clientes farão objeções. Mas a forma com que você lida com elas e aperfeiçoa a sua atuação é que fará toda a diferença no seu sucesso.


Adquira agora mesmo “O Poder do Método”, a bíblia de sucesso do mercado imobiliário. Aprenda como multiplicar milhões! Acesse o link: 
https://edgarueda.com.br/segredos-imobiliarios/

Edgar Ueda, fundador da Neximob, palestre e autor do best-seller “Kintsugi: o poder de dar a volta por cima” e “Desvendando a Caixa Preta do Sucesso”, além de estar lançando seu novo livro do mercado imobiliário: “O Poder do Método”, sócio fundador do Instituto Êxito. Ele possui um conjunto de páginas de empreendedorismo com mais de 3 milhões de seguidores e mais de 35 milhões de impressões mês.

Siga nas redes sociais: linkme.bio/edgaruedaoficial

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